Back to Back Issues Page
The Sales Buzz Issue 338 -January Sales Pipeline – Give it a Boost
January 18, 2017

January Sales Pipeline

Give it a Boost

How’s your January sales pipeline looking?

January is a great time to look at how many appointments you’ve got in your pipeline, and how many are you setting up each month.

We all love selling, and the rush of closing sales.

But to get into that position, where you can close a sale, enough times in a month to achieve our sales targets means you have to do the other stuff.

The boring hard work of getting appointments.

Sales prospecting, door knocking, emailing, networking and every other action that leads to a sales appointment.

It can often feel like our sales jobs are more about prospecting and cold calling than actually selling.

But we all know it’s important to keep that sales diary full. Without appointments there’s no closing, no commission, no growth, and eventually no job.

So, for a quick boost of inspiration here are some thoughts to get you moving...

Focus on 2 Key Points

To get the best return on the time you invest into gaining sales appointments focus on 2 key points:

1. What you say – Your sales appointment script.

2. How you physically make the calls.

Here are some examples...

1. What you say, your script

Do you remember sales prospects doing this while you were talking to them?

How do you introduce yourself on your calls: Are you formal or informal, do you use your first name or first and second?

Have you ever thought about how you introduce you, is it working?

Just this one small part of the Introduction Stage of your call can make prospects decide on whether to keep talking to you or give you a smoke screen objection.

How do you qualify prospects as potential sales opportunities?

Do you have set criteria to compare them against?

And that’s just two small parts of your sales appointment script.

2. How you make the calls

How many calls do you make at a time?

Do you sit, stand, slouch, or have you not thought about it?

How do you motivate yourself while on a calling session?

Asking questions about what you do stops it becoming routine and leads to constant improvement.

These are very basic questions but many sales people have never thought about them, they just carry on in a sub-conscious haze and hope they get enough appointments for the week or month.

Get into the now and refresh what you do by asking yourself more questions.

See more on making sales appointments at Appointment Setting

Make a Comment

Want to leave a comment on this issue of the Sales Buzz.

Tell us what you think, and add your techniques and ideas on the same topic.

You can leave a comment and see the ones already made by other readers of the Sales Buzz at Share Your Opinions...

See more ideas, tips, and proven techniques developed in the real sales world on our website at

Get The Sales Buzz Delivered to Your Inbox

Did you get this copy of The Sales Buzz delivered to your inbox?

Or did someone send it to you?

Maybe you just stumbled across us while browsing the Internet.If you like what you've seen we can send you your very own copy straight to your inbox every week.

Just click the image or the link below and leave us your email address on that page.

We have a strict Privacy Policy and we never pass on your details or use them for anything else.

When you ask us to send you The Sales Buzz we'll give you 2 sales training courses, with unique sales techniques that you will not have seen before, completely free of charge.Get your 2 free training courses and The Sales Buzz...

People Like You Will Like The Sales Buzz

If you like the Sales Buzz so will your friends, team members, and colleagues.

We've prepared an invitation for you to send to anyone you think will want to see the Sales Buzz weekly ezine, and the 2 free eBooks: Need to Close Chains, and Motivators & Connectors.

Open the invitation and send to friends, colleagues, team members. As always we promise to use their email address only to send the Sales Buzz. Send an invite by opening The Sales Buzz Invitation...

I'm Stephen Craine from the website

Thank you for subscribing to The Sales Buzz, the Free Sales Training Newsletter for all sales people, small businesses owners, and sales managers.

Please feel free to copy and use the information that you find here.

All I ask is that you include a credit to the newsletter or the website, and a link back to

You can see all the back issues of this free sales training newsletter at Sales Buzz back issues...

Back to Back Issues Page